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Win-Loss Analysis to Drive Sales Results:

Stu Perlmeter

A checklist for companies considering a Win-Loss Analysis Program Many Sales leaders are thinking strategically about their “win-rate” and how to improve it. Once a focus only for Enterprise companies, …

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Real Criteria for Evaluating Lost Sales

Stu Perlmeter

As a specialist in Win-Loss Analysis , I get a front row seat to some really interesting developments out on the playing field where solution-providers compete. I get to see a lot of stellar performance that is usually rewarded, and some frankly silly nonsense that makes you wonder who is minding the store.

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Making the Consensus Sale

Stu Perlmeter

We’ve all seen the bumper stickers in traffic: No message; just a cryptic number – 13.1, 26.2 or even scarier digits if you are a normal person who doesn’t run ultra-Marathons.

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The Fog of Knowing

Stu Perlmeter

In life, when major events happen, we have a need to understand why. Clarity and crisp definition are satisfying, because we detest ambiguity. Clarity rules, even if the simple answer we come up with is flat wrong. Welcome to the world of humans.

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The Market Intelligence System

Stu Perlmeter

There are many different ways to define market intelligence, but the 1st Resource Social Intelligence Method takes a slightly different approach. We believe that considering the “human factors” of how people make decisions puts more meaning behind the findings.